Technology TransactionsHow to Get Agent Referrals
If you want to imitate the success of the big ticket writers in the real
estate industry, start working on your referral network. The top sellers of the
country continuously get involved in workshops, trainer programs such as Allen Hainge"s CyberStars(tm),
symposiums, and are consistently present at large Realtor blow-outs like the
NAR convention.
Why? They want to meet people, particularly people who are successful in
other parts of the country. But these success stories don"t just stop with
in-person salutations - they make and build associations on the Internet as
well. They are building a referral network.
How do they do it? It takes time and nurturing, but the results are well
worth it. Here"s what top agents do to get the most referrals:
They get their businesses in order. Agents who are ready to receive
referrals are organized, have a business plan and are working the plan. They
know who they are and where they want to go. They know what kind of business
they want to go after and are working to strengthen their market niche. They
watch their reputations and make sure they are someone to whom others willingly
entrust their clients.
They become who they want to be. Just as you would never want to
remain a rookie, you can"t rest on your laurels either. The human was built to
walk or run, but not to coast. Make sure that you aren"t content just to get
your license renewed and take your castor oil of continuing education every y
ear. Expand your knowledge and your mastery of your industry by acquiring
designations that will translate into more qualified sales. If you love luxury
homes, take your business that direction. If you love historic homes, become
the most knowledgeable, qualified person in your field.
They join organizations to associate with agents that they want to do get
to know. When an agent takes the time and trouble to acquire a designation
like CRS, and then has an opportunity to make a referral, the chances are high
that s/he will pass his/her valued client to someone of at least equal rank -
another CRS member. Look at the NAR affiliates and see is
there is an organization that you would like to join. Other organizations who
are outside the NAR umbrella but work closely with Realtors can also be
beneficial. The Employee Relocation Council is
a tremendous organization and a great source of referrals for relocation speci
alists. Are you a buyers" agent? Join the National Association of Exclusive Buyers"
Agents (NAEBA. )
They go to conventions and seminars specifically to meet other people
from other areas of the country and to learn. Eleanor Mowery-Sheets, Coldwell Banker"s top
producing agent system-wide routinely attends NAR conventions, symposiums and
other industry events. She often lends her rhetorical skills to agent panels
and discussion groups, all while running an $80 million plus annual business.
Sheets is often quoted as saying how important building a solid referral base
is to her business.
They stay in touch. What"s the point of putting someone"s card in
your pocket and never giving that person a call? When you take a card, make
sure you follow up with an email, a phone call or a note. Contact them again
periodically and let them know what you are doing and how your market is so
they can inform their clients. Build a rapport.
They stay on top of local business trends. A top agent reads the news
and knows what the news means to the local real estate industry. They will know
what companies are relocating personnel to town and will be in touch with
agents from referring areas.
They read news about other agents and contact those agents. When
someone is awarded a high honor, a top agent will often call, introduce
themselves and congratulate that person.
They take advantage of their broker association, yet are willing to work
outside of it. You may belong to the biggest franchise in the world, but
when you have a client to refer, you want someone you can trust - whether s/he
wears the same colored jacket as you or not.
They honor referral fees. You can make a marketing plan just out of
referral fees. Canadian broker Carolyne
Lederer offers all agents with whom she does business a "lifetime" referral
fee. If the client moves and moves again, as long as s/he is working with
Lederer, this savvy broker will pay the referring agent a referral fee - for
life.
They follow up. If you passed a client to someone, wouldn"t you want
to know what happened. A good referral agent will put your fears to rest. S/he
will email you or call you with thanks and an update on how the client is
doing.
But what if you are just getting started? You can"t become a superstar
overnight...What options are there for the new agent?
Start by getting yourself listed as a referral on MiracleMall.com. This is a
free service for agents and brokers. The database allows you to search the
world over for Internet savvy
agents & brokers willing to pay you to send them referrals and vice versa.